LeadSloth

DECEMBER 14, 2010

On this blog I write about this, trying to generate discussion, share ideas, and – in the process – learn a lot myself. To accelerate this learning process I’ve decided to join the Marketo consulting team, in which I can focus 100% on Marketing Automation and Lead Management.

Marketo 100

Marketo Marketing Automation Services Work Management Marketing Management 100

LeadSloth

AUGUST 25, 2010

With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. Collaborate With Your Sales Team. Craig Rosenberg : Process, People, and Content: The Keys to Success with Marketing Automation Technology. But how do you create a solid lead nurturing plan?

Manticore 100

Manticore Planning Lead Nurturing Marketing Automation 100

LeadSloth

SEPTEMBER 3, 2009

The first two focus on the influence of marketing on the sales pipeline, and the last two give an indication of the ROI. Obviously, #4 (investment to revenue) is also dependent on the performance of the sales team (whether they are effective in closing deals). Megan suggests 5 metrics to keep an eye on this process.

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 100

LeadSloth

AUGUST 24, 2010

The content can be on the vendor’s website, it can be sent out via email, or sent out by sales people. This process is called ‘content mapping’ Steve woods wrote a great primer on content mapping. This process is called ‘content mapping’ Steve woods wrote a great primer on content mapping.

Lead Nurturing 100

Lead Nurturing Leads Lead Marketing Qualified Leads 100

LeadSloth

JUNE 23, 2010

Nurtured Leads Produce 20% MORE Sales Opportunities. 1: COLLABORATE with Sales. The Complete Process. NURTURE Leads to Assure More Revenue. 50% of Leads are NOTReady to Make the Jump. 23% BUY from a Competitor 6 Months after Initial Inquiry. 2:CHOOSE the Right Audience. 3: Know them WELL. 4: Provide VALUE. 6: HAVE Conversations.

Webinar Metrics 100

Webinar Metrics Case Study Case Studies Lead Scoring 100

LeadSloth

AUGUST 27, 2009

Buyers have moved online, which has had a major impact on the buying process. Prospects now have instant access to much more information, so marketing’s involvement reaches much further down the sales cycle: they need to nurture prospects with relevant content until they are sales-ready.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Salesforce.com B2B 100

LeadSloth

MAY 5, 2010

CRM is very broad, it’s not just about sales, but about pretty much anything that involves communicating with your customers. For now I’ll focus on the “sales” part of CRM (Sales Force Automation). After – Once leads are sales-ready, they are passed on to the sales team. Social CRM.

Inbound Marketing 100

Inbound Marketing Marketing Automation CRM Social Marketing 100

LeadSloth

AUGUST 17, 2009

Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. A proper follow-up ensures that leads are nurtured until they are ready to talk to a sales person. And - because of the nurturing - they are much better educated, making the sales person’s job a lot easier. Lead Scoring.

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

LeadSloth

OCTOBER 16, 2009

Sales Force Automation software (primarily Salesforce.com). sales & marketing processes). Challenge 2: Marketing & Sales Skills Required. A thorough understanding of sales & marketing processes is required. These are common job requirements: Experience with: Marketing Automation software.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

MAY 25, 2010

Marketing & Sales Belong Together. More and more I’ve come to believe that great marketing initiatives go bad if marketing and sales don’t have a productive relationship. I think this deal signals the beginning of a 3-5 year long consolidation process in the Marketing Automation industry. My Take On This Deal.

Market2Lead 100

Market2Lead Enterprise Management Acquisitions Work Management 100

LeadSloth

JUNE 7, 2010

The Demand Gen Academy is a free online learning program to help you master the process of demand generation with practical, hands-on training. The full title of this event is “Lead Management: Tackling the Top 5 Questions about the Lead Cultivation, Qualification and Hand-Off Process”. More info & registration ».

Lead Management 100

Lead Management Marketing Management Co-Registration Leads 100

LeadSloth

JULY 8, 2009

For easy digestion, I split up the marketing automation process in four steps: Getting more visitors to your website. Marketing & Sales Collaboration. And I’ve added step 4 because collaboration with sales is one of the key success factors of marketing automation. Get more visitors to register.

Marketing Automation 100

Marketing Automation Automation Demand Generation Lead Scoring 100

LeadSloth

OCTOBER 20, 2010

In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance. Sales Enablement.

Eloqua 100

Eloqua Jigsaw Salesforce.com Work Management 100

LeadSloth

AUGUST 11, 2010

For example, the complex sale is usually unique to B2B selling, and that’s when you would map content to stages in the buying cycle. Steve Woods, The Buying Process; Auditing your Content Assets. With the right content strategy, leads will move through the buying process more quickly and you’ll boost your conversion rates.

B2B Marketing 100

B2B Marketing Content Marketing Planning Burn Rate 100

LeadSloth

MARCH 15, 2009

It is focused on advanced email strategies, which is an important part of the demand generation process. Using multi-variate testing to optimize conversion and sales. Today MarketingSherpa’s Email Summit started in Miami. Most of the case studies seem to be B2C rather than B2B. Optimization by focusing on specific actions.

Landing Pages 100

Landing Pages Multi-Channel SMS Trigger Marketing 100

LeadSloth

AUGUST 10, 2010

expensive sales teams). Loopfuse has published pricing for their paid products, and they have a low-overhead sales model. With the right content strategy, leads will move through the buying process more quickly and you’ll boost your conversion rates. . ‘Free’ customers may lack the expertise to be successful.

Marketing Automation Services 100

Marketing Automation Services Loopfuse Marketing Automation LeadGenesys 100

LeadSloth

JULY 10, 2009

This blog provides a strategic perspective on the demand generation process. Jeff specializes in helping companies find new customers, he wrote a great e-book about that, and blogs about Demand Generation, primarily from a Sales perspective. Brenda Gelston’ Marketing Momentum blog. Gary Katz, Marketing Operations at Work.

Demand Generation 100

Demand Generation Demand Generation Marketing Automation Services 100

LeadSloth

JANUARY 12, 2010

Sales & marketing alignment. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. An attached CRM system can kick the records back into a marketing automation system’s lead nurturing program and alert the assigned sales rep if the leads become active.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

LeadSloth

SEPTEMBER 1, 2010

The B2B buying process has changed. There is more information available online and in social networks, and sales people get involved at a much later stage. That also means that Marketing will be involved much longer: not just to generate leads, but also to nurturing the leads until they are ready to talk to a sales person.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

LeadSloth

JUNE 30, 2009

In my opinion any B2B company needs both Inbound Marketing and Marketing Automation: the first to get in touch with new prospects, the second to move those leads through the funnel from suspects to sales-ready leads. calculating a lead score until the prospect is sales-ready. But let’s take a closer look.

Marketing Automation Services 100

Marketing Automation Services Inbound Marketing Marketing Automation Automation 100